Effective

research Specification
selling
Becoming a Trusted Supplier

A Seminar by:

Building your competitive advantage

 Effective
Specification
selling
Becoming a Trusted Supplier

Overview:
Gone are the days of features and benefits selling to design specifiers, its not enough to get you over the line in this competitive construction
market. To get specified, stay specified and build relationships your skills needs to go beyond knowing your product. Design specifiers want you to
understand their project needs and challenges, provide a best fit solution and become someone they can trust and rely on. This is exactly what the
Effective Specification Selling Seminar focuses on how you can become a trusted supplier.

Training background:
To develop this seminar we have gone straight to the source, weve surveyed design specifiers across Singapore asking them what they want
from product suppliers when it comes to working with them on their projects. We also conducted interviews with top design specifiers to get some real life
insights and stories on their experience working with product suppliers, who their favourite product suppliers are and what makes them stand out from
the crowd.

Training Agenda:
Navigating the specification sales cycle Its important to look at things from a project specific perspective so we look at:
The journey a project takes from start to finish
What the design specifiers role is at each stage and what they are wanting from product suppliers
What other construction professionals have an influence on a specification (developers, main contractors and subcontractors)
How you can track your spec to ensure you stay specified

Marketing to Design Specifiers Well help you understand the best way to market your products to design specifiers.
The difference in approaching Gen Y to more senior design specifiers
What are the most preferred marketing channels of design specifiers
How to start your social media strategy
Understanding BIM
How to run seminars effectively in design specifier firms
How to make an effective first contact with a design specifier

Conducting impactful meeting You only have a small amount of time to make an impact in a meeting with a design specifier, well show you how to
add the most value.
What information design specifiers want to receive before a meeting and during a meeting
How to talk about the value of your product over the price
Conveying your unique selling points over your competitors
Excellent communication how to connect and engage your audience in presentations and meetings
Creating engaging content to use in your meetings and presentations topics design specifiers told us are important and interesting to them
Moving from a product centric approach to a client centric focus

Building relationships How to build long term relationships with design specifiers so you are not just working with them on one project but many
How to best follow up with design specifiers after a meeting
Tips on building long term relationships and positioning yourself as a trusted supplier
How to create more project leads through utilising referrals
Building your competitive advantage
 Testimonials:
I will be changing the way "I have a better
I engage architects. Ashleigh is understanding from the architects
a great presenter and shared so point of view from this training
I am now going to be more much valuable information to us. especially when it comes to
specific in my approach in Thank you. improving my meetings and follow
getting my products specified - Caesarstone ups. Kudos to the presenter.
preparation is key! - Getz Bros and Co Singapore
- Akzo Nobel

It was great to learn things from the

It was a very enjoyable program
I have gained knowledge and architects perspective. This course has
and interactive it was great to
insights on how to effectively been great in helping me focus on being
understand what information
work with architects. It has consultative and having a personal
architects need from us and how to
revolutionized my business approach with my clients being a
be a problem solver.
approach. trusted advisor not a sales person!
- Archicom Singapore
- Desisti Asia -Dulux

Date & Location:

16th October 2015
Carlton Hotel - 76 Bras Basah Rd Singapore, 189558

Registration: 8:30am
Event starts: 9:00am Event concludes: 5:00pm

pricing:
Member: $660 SGD (incl. GST) Non Member: $860 SGD (incl. GST)
Each attendee will receive a copy of the Specification Selling Best Practice Report

Special BCI Members Group Discounts

3 4 Attendees $560 per person (incl. GST) Save $100 per person
5+ Attendees $460 per person (incl. GST) Save $200 per person

For groups of 10 or more people BCI Academy can offer in house training.

For more information please contact us on +65 65386836 or email academy@bciasia.com

Building your competitive advantage

 Singapore: Registration Form
Please fill out all required parts of this form and clearly mark relevant boxes with an

EVENT DETAILS

EFFECTIVE SPECIFICATION SELLING SPECIAL GROUP DISCOUNTS

Singapore 16th October 2015
Carlton Hotel: 76 Bras Basah Rd Singapore, 189558 3 - 4 Attendees $560 per person (incl. GST)
Save $100 per person!
Note: Registration 8:30am starts at 9:00am, Event concludes at 5:00pm.

Member: $660 SGD (incl. GST)

5+ Attendees $460 per person (incl. GST)
Save $200 per person!
Non Member: $860 SGD (incl. GST)

REGISTRATION
DETAILS
Company: ____________________________________________ Telephone: __________________________ Fax: _____________________________
Company Address: __________________________________________________________________________________________________________

Attendee's Details:
1. Name: ___________________________________________________ Email __________________________________________________________
2. Name: ___________________________________________________ Email __________________________________________________________
3. Name: ___________________________________________________ Email __________________________________________________________
4. Name: ___________________________________________________ Email __________________________________________________________

PAYMENT DETAILS

I am paying by telegraphic transfer to: United Overseas Bank Limited, UOB Plaza 1, 80 Raffles Place,
Account Number: 101-305-887-9 and Account Name: BCI Asia Construction Information Pte Ltd.
I am sending a cheque payable to BCI Asia Construction Information Pte Ltd
Please charge my credit card for the amount of: SGD $_____________________________

Credit card : VISA MASTERCARD

Name on card:__________________________________________ Card no.: _________________________ Exp:______________ CVC:_____________

Signature: ___________________________________________________________________________________________________________________

RETURN DETAILS

Please fax form to (+65) 6538 6896

Mail cheque to BCI Asia Construction Information Pte Ltd. 371 Beach Road, #02 25 Keypoint Singapore 199597. For enquiries, please contact us
academy@bciasia.com (BCI Academy is a division of BCI Media Group).

TERMS AND CONDITIONS

Registrations and Payment Course fees are due within 30 days of course booking, if the booking is within 30 days of course commencement, full payment for the course must be received within
1 day prior to course commencement. Any registrations received within 5 days of the course commencement must be confirmed over the phone or in writing by a BCI staff member. Cancellations
and transfers are subject to the terms and conditions outlined below. If payment of a course fee has not been received within the stated period, an enrolment may be cancelled. An enrolled
participant will always be notified prior to this occurring. All bookings are deemed to have been placed by an appropriate approved representative of the company. Course bookings are made on a
per seat basis. The participant names provided at the time of booking are for our own administrative use only. Clients may substitute participants at any time. Transfers will only be accepted in
writing. Transfers must be received at least 24 hours prior of course commencement. Cancellations will only be accepted in writing. If a cancellation is received 10 or more working days before
course commencement, a full transfer is available. If a cancellation is made less than 10 working days prior to the commencement of a course, no refund is applicable. However a transfer to
another course is acceptable, but this transfer must be made arranged at least 24 hours prior to course commencement and must be confirmed in writing by a BCI staff member. If no notification
is received and there is non attendance at the course, no refund will be made. Non Attendance If a delegate fails to attend a course, course fees will not be refunded or allocated to another
program. If the nominated delegate is unable to attend a scheduled course or part of a course, substitute participants are always welcome to attend. General BCI Media Group Pty Ltd reserves
the right to cancel, postpone or re-schedule courses due to low enrolments or unforeseen circumstances. Should this occur a full refund will be provided. BCI Media Group Pty Ltd reserves the
right to change course fees, dates, content, speakers or method of presentation at its discretion. Where a refund is due to a participant a full refund will be issued by credit card or electronic
payment within thirty days. Privacy BCI Media Group Pty Ltd does not sell or rent its member and client details to other organisations. The information collected on the enrolment form is for the
purposes of processing your registration, creating and maintaining participant records, keeping you informed of upcoming events and products and assisting us in improving our service to you.
Please contact us with any enquiries you may have in relation to this matter.

65 6538 6836 academy@bciasia.com